Director, Developer Solutions

discord· 86 open roles

Location TBD On-siteFull-time3 weeks ago

Salary

$280,000 - $315,000

Experience

Mid

Job Type

Full-time

Posted

3 weeks ago

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About This RoleAI processing…

Discord is used by over 200 million people every month for many different reasons, but there’s one thing that nearly everyone does on our platform: play video games. Over 90% of our users play games, spending a combined 1.5 billion hours playing thousands of unique titles on Discord each month. Discord plays a uniquely important role in the future of gaming. We are focused on making it easier and more fun for people to talk and hang out before, during, and after playing games.

Key Responsibilities

1
Identify high-fit games and developers for Discord’s Social SDK, commerce, and analytics offerings
2
Own a territory / book of business of AAA and AA game developers with quarterly goals tied to your performance
3
Own the sales / deal process from prospecting, qualification, decision, terms negotiation to deal close
4
Understand developer needs in regard to monetization, user growth, and social mechanics. This includes identifying the optimal path and selection for third party technology adoption
5
Build and manage a healthy, predictable pipeline through outbound prospecting, targeted outreach, and strategic account mapping. Fully document your progress using CRM tools
6
Lead strategy, structuring, and negotiation of key partnership agreements, including developing clear commercial frameworks and defining technical scope.
7
Align GTM and execution with leaders across Product, Engineering, Ad Sales, Operations, Marketing, Finance, Legal and Executive Leadership; remove roadblocks and ensure partner success and achieve defined KPIs.
8
Work alongside Customer Success to identify upsell / cross-sell opportunities and deepen relationships within existing customers.

Requirements

10+ years of proven experience in business development, sales and partnerships experience
7+ years of experience in enterprise SaaS / SDK adoption, analytics / insights sales or related roles at software or platform companies; experience in game tech and developer tools
Strong track record of winning new logos and closing complex deals with enterprise customers
Proven track record sourcing, negotiating, and scaling complex partnerships with measurable impact on revenue, adoption, and monetization
Proven ability to work with internal cross-functional teams at early stages to define and articulate partner value within the context of Discord
Deep knowledge and experience in the gaming space, specifically
Demonstrated ability to lead cross-functional execution with clear ownership and accountability
Exceptional written and verbal communication skills, with experience producing clear, executive-ready materials (e.g., strategy memos, deal summaries, business cases, and partner communications)
Bachelor’s degree required; MBA or equivalent advanced degree a plus.